Exam 3: Understanding Buyers

The desire to belong to a particular reference group leads to psychological needs.

A business organization wanting to increase its interdependence with its suppliers in an effort to reduce risk and increase profitability, may wish to explore the concept of?

Scott is a very supportive person who likes to keep his opinions to himself. He is also very task oriented and makes decisions based more on rational reasoning than emotion. With respect to the Communication Styles Matrix, Scott is a(n)__________________

The multi-attribute model for weighting solution alternatives is rarely used by business organizations because it involves complex math.

Individuals within an organization who are in a position to control the flow of information to and between vendors and other buying center members are called __________________.

The multi-attribute model for evaluating solution alternatives utilizes weighted averages.

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because you offer a long warranty and a liberal return policy.Which of the following needs is the buyer expressing?

____________ needs refers to the desire for feelings of assurance, risk reduction, as well as positive emotions and feelings such a success, joy, excitement, and stimulation.

The two general categories of attributes making up the two-factor model of evaluation are?

The desire to become more intelligent leads to intelligence needs.

Individuals who are high on the assertiveness measure and high on responsiveness measure are known as __________________.

A buyer's motivation to make a purchase begins when he/she:

The need for acceptance from, and association with others fall into the ____________ needs category.

The _______________________ model of evaluation is a post-purchase evaluation process buyers use that evaluates a product purchase using functional and psychological attributes.

It is important for salespeople to be familiar with the basic types of buyer needs to help ensure that:

Suppose you're working as a salesperson and one of your prospects tells you they are interested in your product because it is the one best suited for performing a particular task.Which of the following needs is the buyer expressing?

________________ refers to a purchase decision that occurs when a buyer has experience in purchasing a similar product in the past but is interested in acquiring additional information regarding alternative products and/or suppliers.

Suppose that, as a salesperson, you know that one of your potential buyers uses the multi-attribute model when making purchase decisions.Before making your proposal, you should probably try to accomplish which of the following?

Needs which represent the need for acceptance from and association with others are called?

The most common categorization of buyers places them into either consumer markets or business markets.